Selling in today’s world has changed drastically
The life of a salesperson has changed in the last decade. The days of dialing for dollars are long gone. The days of cold calling are a thing of the past, but not really. The days of reaching out to the receptionist and asking a few questions to locate a decision maker have almost vanished. If you are a millennium, generation X or Y you may not understand how easy it was to speak to a prospect.
Technology has transformed selling into a world of “don’t bother me, I’m busy”…send to voicemail…called ID…power dialers…and email automation.
What do you do? How do you prospect? How do you build a pipeline? How do you close more deals? How do you hit your quota?
By now, you have read and heard sale trainers talk about social selling.
“Social selling is the principle of salespeople using social media to interact directly with their prospects. Salespeople will provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy”.
But what does that really mean? You stalk a person’s social media account until they block you? You comment about their child, vacation, or pictures? Sounds kind of creepy to me. I am not suggesting that you stalk anyone’s social media account.
Engagement the Polite way
The use of social media in sales allows salespeople to delight their prospects rather than interrupt their daily lives with cold calls and hard sells, eventually converting them into loyal customers.
Social First? Yes, prospecting, lead generation and pipeline building via traditional methods are failing. Social selling gives you a competitive edge that gets seen and heard.
A truly staggering 52% of the world’s population uses social media regularly. This means that the old rationale of “my customers aren’t on social media” simply isn’t true anymore. And even if the person you are trying to sell to isn’t a social media user, there’s a very high chance that the people who influence their decisions are — (I had a CEO tell me “I’m not on social media and I hear most of the CEO’s who joined the South Florida CEO meet up are not on social media either. Stop wasting your time on social media). In fact, he said, “I am very callused towards salespeople anyway.”
We all know that our own default behavior to discover things or to validate the things that we have been told is to go online. These days much of the content is created in and distributed through social media.
This is where Grant Buskey Consulting will make a difference for you.
Many companies we talk to have grown disillusioned with social being a cost that nobody can really put a finger on as to the return on investment (ROI). Can it help generate brand awareness, create opportunities for the business, increase revenue and create a more engaged workforce? Absolutely.
Social and digital often seems to focus more on a product or this week’s shiny new object, than a strategy to drive the business forward and make a step change, which is embedded into the company.
If you are looking for a sales coach to teach the principles of social selling, write a sales playbook, or advance on how to crush your sales numbers, please reach out to me via email firstname.lastname@example.org or Twitter @jeffreybuskey or give me a call 630-375-9700. I would be happy to discuss your current challenges and see how we could transform your current situation.